Journal ArticleDOI
Customer Trust in the Salesperson
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In this paper, the authors present a comprehensive literature review and meta-analysis of the antecedents of trust and consequences of trust in a sales context, concluding that trust has a moderate but beneficial influence on the development of positive customer attitudes, intentions, and behavior.About:
This article is published in Journal of Business Research.The article was published on 1999-02-01. It has received 361 citations till now. The article focuses on the topics: Context (language use).read more
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Journal Article
Measuring the Effects of Personalized Integrated Marketing Communication Tools on the Consumers" Intention to Purchase Credit Cards in the Private Banking Sector in Egypt
TL;DR: In this article, the authors measured the effect of specific Integrated Marketing Communication (IMC) tools (direct marketing, personal selling) on consumers' intention to purchase a selected retail-banking product (credit cards) in the Egyptian private banking sector.
Journal ArticleDOI
Is Total Trust Possible? An Empirical Study in Relationship Selling
TL;DR: In this paper, a total-trust framework incorporating services effectiveness and functional efficiency is proposed, based on data from insurance services, empirically test and substantiate the roles of these antecedents in building loyalty.
Journal ArticleDOI
Dimensions of Internet Commerce Trust
TL;DR: This research seeks to directly address the subject of Internet Commerce Trust by developing a valid, reliable, and generalizable scale to measure this multifaceted subject by revealing a common five-factor structure.
Book ChapterDOI
Vertrauen durch Glaubwürdigkeit — Möglichkeiten der (Wieder-)Gewinnung von Vertrauen aus psychologischer Perspektive
TL;DR: In this paper, the authors discuss the realisierung zentraler Merkmale einer ‚Vertrauensorganisation, namlich glaubwurdige Kommunikation, orientierung an ethisch-moralischen Grundsatzen and Verteilungsgerechtigkeit.
References
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Journal ArticleDOI
The Commitment-Trust Theory of Relationship Marketing
Robert Morgan,Shelby D. Hunt +1 more
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
Book
Statistical Methods for Research Workers
TL;DR: The prime object of as discussed by the authors is to put into the hands of research workers, and especially of biologists, the means of applying statistical tests accurately to numerical data accumulated in their own laboratories or available in the literature.
Journal ArticleDOI
An Examination of the Nature of Trust in Buyer–Seller Relationships:
TL;DR: In this paper, the authors integrate theory developed in several disciplines to determine five cognitive processes through which industrial buyers can develop trust of a supplier firm and its salesperson and their salesperson.
Book
Satisfaction: A Behavioral Perspective On The Consumer
TL;DR: Satisfaction: Satisfaction is defined as "the object of desire" as mentioned in this paper, and it is defined by attributes, features, and dimensions of a person's attributes and dimensions.
Journal ArticleDOI
Determinants of Long-Term Orientation in Buyer-Seller Relationships:
TL;DR: In this article, the authors consider the time orientation of a customer to select and use marketing tools that correspond to the time horizons of the customer, and show that insufficient understanding of customer's time orientation hinders the selection and use of marketing tools.